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Technical Account Manager
Qualys · Illinois | Ohio | Michigan | Indiana · Posted 7 days ago
The Technical Account Manager (TAM) is responsible for actively driving and managing the post- sales process with Enterprise-level customers. The TAM must be able to articulate the company's technology and product positioning to both business and technical users. Must be able to identify all technical and business issues of assigned accounts to assure complete customer satisfaction through all stages of the sales process.
The TAM is also a quota-carrying role with responsibility for supporting customer retention, renewals, and account growth by combining technical credibility with strong commercial awareness.
Responsibilities
- Partner with customers to drive successful adoption and utilization of Qualys solutions.
- Own and manage renewal and upsell/new business pipeline activity for assigned accounts, developing account strategy, expansion planning, and renewal execution.
- Provide functional and technical support to customers.
- Deliver high-level and detailed sales presentations.
- Responsible for attending conferences, seminars, etc.
- Lead Quarterly and Executive Business Reviews (QBRs/EBRs), roadmap discussions, and strategic planning sessions that tie account health to expansion and renewal outcomes.
- Conduct periodic business reviews to align customer objectives with platform adoption, utilization, and business outcomes.
- Carry out technical Proof-of-Concept activities, demonstrations, and customer enablement sessions as needed.
- Respond to functional and technical elements of RFIs/RFPs.
- Work closely with key focus partners, creating joint business plans aligned with both organizations' goals.
- Qualify and progress opportunities using MEDDPICC or a similar sales qualification methodology.
- Maintain accurate visibility of customer opportunities and pipeline activity through the Company's CRM.
- Act as a customer advocate by conveying customer feedback, requirements, and enhancement requests to Product Management and Engineering teams.
Qualifications
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